Selling to Groups

Interactive presentations to small groups of decision makers

Why this is a "must"
"Selling" can mean many things: getting approval for ideas, placing product orders, convincing others to use your services. It can also mean running meetings effectively, presenting your case clearly, being sensitive to the needs of your partners around the table and handling questions. This training is designed to help you do all of this with reactive flexibility while always keeping the goal in sight.

Who benefits
Anyone who needs to "sell their ideas", products, services, budgets, etc. Useful if you need to deliver convincing, logical presentations in a sit-down meeting to small groups (3 – 6 people). The training is tailored towards managers, project leaders, sales professionals, key account managers and consultants, anyone who wants to get a "yes" or positive action at the conclusion of their meeting.

What you gain
You will acquire the sensitivity, tools and techniques needed for presentations "around the table". You will know how to deal with the interactive presentation, practice checking, encouraging and controlling the dialogue with your partners. You will develop selling skills for your ideas, products, services and projects and apply them with sensitivity and confidence to achieve your goal.

Tips: Tailor-make your presentation for your client!
The smaller the real target audience, the more important it is to tailor the presentation to individual audience members.

• Identify with your customer (incorporate their company name, logo, etc.)
• Use examples that reflect and support your customer's interests
• Make references that suggest you have familiarised yourself with your audience's field of business
• Address members of the audience by name
• Use your customer's language (expressions from your customer's field)

What you learn
The keys to success

• 6 steps – a strategic concept from the opening to the close
• Recognize partner needs and interests – specifically address them via agenda-check
• Relating, Opening, Checking: professional dialogue-based discussions with groups
• Recognize key (non-)verbal signals and reacting appropriately
• Professionally handle objections and turn them into opportunities
• Reach your goals confidently and agree on binding results
• Presentation media and visual aids for small groups – TOP-Flip® and notebook
• Practical orientation: select benefit-oriented convincing arguments and present them with a flexible structure using the FLEXO-Struct®
• Use closing techniques to get to "YES"

Why HPS
Step-by-step optimization of presentations

• Practical exercises relating to critical presentation stages in small groups (participants bring specific presentations)
• Switching roles: every participant takes on various roles in the presentations of others (customer perspective)
• Up to 9 video-controlled scenarios per participant including individual analysis (personal SD-card or DVD for each participant)
• Constructive and comprehensive multi-component feedback
• Entertraining®: learning with the fun factor driven by tangible progress!
• Structured and intensive training with energizer modules